Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time

2.5. Finding out what other people really think

Once your self-assessment is complete, you may want to consider a full 360-degree review – to find out how others see you.

There are two common approaches to this. Anonymous feedback or one where the person requesting the feedback chooses who provides the feedback. We advocate the latter because:

• It reduces defensive reactions when the results come in.

• It creates better buy-in to changing behaviours because people have chosen those whose opinions they value.

• It gives you an opportunity to seek ongoing coaching from these individuals during and after the process.

For meaningful results, between five and 10 people should be chosen, with differing relationships to the person requesting the feedback. ...